Shawn Webb profile picture
Shawn Webb profile picture

Shawn Webb

Solar Consultant at SDW Ventures LLC

Using Partnerships to generate Sales!

How many people on here utilize partnerships or utilize referral programs to generate deals? Interested because I think I am going to do that for a software I am selling.

Do you use partners or referral programs to generate deals?

Attached poll
85%
Yes
62
15%
No
11
🔎 Prospecting
👑 Sales Strategy
📣 Demos
12

16 comments

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Sunbunny31
Politicker
5
Sr Sales Executive 🐰
Not all partners are created equal, that's for sure. My best partners have entire programs built around our platform, and are actively engaging with companies they source to bring us in.

The best ones also help advise during the sales cycle - what they're hearing behind the scenes, impressions, where we are winning, and where we are falling short, so we can adjust. Partners that actually work in partnership are gold.
jefe
Arsonist
0
🍁
Ain't this the truth. I managed a bunch of my partner network at one company, and there is such a difference between them.

The great ones are actively involved, but WAY too many just want to send you a name and email and collect points.
Kosta_Konfucius
Politicker
2
Sales Rep
I have used partners which at times is great, however most partners I meet with just ask for warm leads and don't talk to us again
Gyro25
Notorious Answer
1
Account Executive
100% this. When I was first in Partnerships, I was so optimistic about the quid pro quo system we had in place with always trying to provide equal, if not more value for the partner, but it always ended up in us getting the shit end of the stick or being asked for leads and then being told to piss of basically.
0
Solar Consultant
My experience has been mixed, some are very one sided and some are great and we bring value to each other!
Justatitle
Big Shot
2
Account Executive
This is highly product dependent. if the product is standalone for the most part then partners are usually not so needed but in todays ecosystem most offerings aren't 100% encompassing and you need a partner or re-seller network.
SaaSyBee
Politicker
2
Founder
Working on it! Haven't seen many customers come in through referrals (yet) but working on it. And partnerships, absolutely yes.
poweredbycaffeine
WR Lieutenant
1
☕️
Do you have experience creating and managing a Channel or Partner Ecosystem?
0
Solar Consultant
Yes at a previous tech job. It was hit and miss with different partners.
poweredbycaffeine
WR Lieutenant
0
☕️
Got it. So what’s the ask? Do you want software or process suggestions or advice?

There are entire businesses built on channel with no or little direct sales. It 100% works.
0
Solar Consultant
Mine may be directed at individuals and companies. No software needed, I would probably lean heavier to an individual affiliate rather than companies, unless that company had a ton of software seller types they can direct to our marketplace.
poweredbycaffeine
WR Lieutenant
0
☕️
I meant parter management tools.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
My company has a strong partner program but it really doesn’t move the needle for me.

Using partners to generate sales is a difficult model. You need to be constantly in front of them and motivating them. It’s always a question of “what’s in it for me?” It’s not my favorite business model.
HVACexpert
Politicker
1
sales engineer
Can someone define a ‘partner program’ please? What does that entail?

Also is there a reason not to use a referral program? Figure they would be standard?
Maximas
Tycoon
1
Senior Sales Executive
Not yet so far, but know many sales fellas doing NP.
SoccerandSales
Big Shot
1
Account Executive
The more ways I can create leads the better imo

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